State Government BD Director — Remote Growth Leader

CAI; Concord (NH); Remote; USD 180,000 - 190,000; Full time

Benefits offered by this job

Medical insurance

401(k) retirement plan

Paid time off

Job summary

CAI is seeking a Director, Business Development – State Government to lead growth strategy and capture across CAI’s State Government division. This role reports to the VP, Public Sector and focuses on identifying, pursuing, and winning work with state agencies, higher education institutions, and related public sector clients.

The position emphasizes pre-sales activity, shaping RFPs, and directing CAI’s responses.

Qualifications

• 10+ years in State Government professional services consulting, business development, capture management, and proposal leadership
• Strong working knowledge of state government procurement including cooperative contracting (NASPO, Sourcewell), RFx cycles, and contract negotiation
• Skilled at building and sustaining relationships with agency stakeholders across multi-year sales cycles
• Strong proposal writing, editing, and review skills; comfortable setting direction on narrative, structure, and win themes, and elevating others’ writing
• Experience orchestrating cross-functional teams under bid deadlines

Responsibilities

• Lead growth strategy and pipeline across the State Government portfolio
• Identify and qualify new agency targets aligned to CAI’s capabilities
• Build and manage State Government pipeline data and tracking
• Leverage contract vehicles (NASPO, Sourcewell) to expand into new agencies
• Partner with CAI support organizations to vet plans and execute on geographic and vertical pursuits
• Oversee bid efforts end-to-end with CAI’s Proposal Development Center
• Drive pricing strategy and final proposal readiness
• Develop cross-sell opportunities with account teams
• Coordinate with SMEs for engagement and content development

Skills

State Government

Proposal leadership

Sales experience

Public sector procurement

Education

Bachelor’s degree in technology, business, finance

Tools

Salesforce

GovWin

Job description

CAI is seeking a Director, Business Development – State Government to lead growth strategy and capture across CAI’s State Government division. This role reports to the VP, Public Sector and focuses on identifying, pursuing, and winning work with state agencies, higher education institutions, and related public sector clients.

The position emphasizes pre-sales activity, shaping RFPs, and directing CAI’s responses.